For Software Vendors & ISVs

You have a product
that works.
Europe is not just
another market.

The buyers are different. The regulations are different. The sales cycle is different. And what worked in the US, Canada or APAC will not automatically work here. We help you navigate the gap — before it costs you.

Start with a Free EU Readiness Scan Or talk to Mike directly
What most vendors assume
"Our product works in the US. We just need someone with contacts to open doors in Europe. It's a bigger market — the opportunity is obvious."
What actually happens
European buyers require GDPR compliance, local references, sector-specific certifications, and a value proposition built around EU regulatory drivers — not US metrics. The product that sells itself in North America needs significant adaptation to sell in Europe.
What HCI does differently
We assess your real readiness first. Then we tell you exactly what needs to be in place before the first conversation with a European buyer. No wasted introductions. No expensive failed pilots.
Where Vendors Get Stuck

Six reasons EU market entry fails

We have seen these patterns across 30 years and dozens of engagements. Every single one is preventable.

⚖️
Regulatory mismatch
GDPR, NIS2, DORA, EU AI Act, CRA — these are not checkbox exercises. They change your data architecture, your sales pitch and your liability. Most US vendors discover this after signing their first EU pilot.
"HCI maps your regulatory exposure before the first meeting."
🎯
Wrong ICP for EU
Your US ICP is a Series B SaaS buyer who moves fast and signs digitally. Your EU ICP is a procurement committee with a 9-month cycle, a local reference requirement and a GDPR DPA on the table.
"We redefine your ICP for the European buyer reality."
💬
Wrong value proposition
EU buyers don't respond to "ROI in 90 days" or "HCAHPS score improvement." They respond to compliance, sovereignty, workforce efficiency and regulatory risk reduction. Same product, completely different story.
"We reframe your pitch for the market you're actually entering."
🌎
Country-of-origin bias
Some markets have documented bias against specific countries of origin — regardless of product quality. We tell you when this is a real factor, not a perceived one, and how to position around it.
"We've seen this cost vendors 18 months. We tell you early."
🤝
Wrong channel strategy
Direct sales, resellers, system integrators, OEM — the right channel depends on your product, your sector, your price point and the market maturity. One size does not fit all. Most vendors pick the wrong one.
"We design the channel model before you hire anyone."
📋
No local references
European enterprise buyers require local references in their sector. "We have 200 customers in the US" does not count. Without a reference strategy, you cannot close. We build your first reference customer deliberately.
"Your first EU customer becomes your reference customer."
GTM Routes

Three paths to the European market

Your product, sector and existing traction determine which route makes sense. We assess which one fits — and design the execution plan around it.

Route A — Direct
HCI sells direct to end customers

HCI leads the full sales cycle. Warm introductions to decision makers, pitch support, proposal review, procurement navigation. Commission on closed deals.

Best for: SaaS, horizontal software, products with clear EU regulatory hook
Route B — Indirect
HCI builds your partner channel

HCI recruits, qualifies and enables resellers, MSPs, VARs or system integrators. You get a scalable channel. HCI gets commission on partner-closed deals.

Best for: Infrastructure, security, vertical software with integration requirements
Route C — Hybrid
Direct + indirect simultaneously

HCI runs direct sales for enterprise accounts while building a channel for mid-market. More complex, higher investment, faster scale when executed correctly.

Best for: Mature products with clear enterprise + SME segments
How It Works

From first conversation to first customer

Every engagement starts with an honest assessment. No full commitment before we both know it makes sense.

01
EU Readiness Scan
Free self-assessment across six dimensions. Your score determines where we start and what it costs to get market-ready.
7 minutes · Free
02
Discovery & Assessment
Detailed conversation about your product, market, team and ambitions. Honest verdict: ready, conditionally ready, or needs foundation work first.
1-2 weeks · From €750
03
GTM Design
ICP definition, value proposition for EU buyers, channel strategy, regulatory roadmap, target account list, outreach plan.
2-4 weeks · From €2,000
04
Execution
Active pipeline building, warm introductions, deal support. Monthly retainer + success fee. Target: 5 closed deals in 24 months.
24 months · From €5,000/mnd
Investment

Transparent pricing. No surprises.

Your EU Readiness Score determines your onboarding tier. A higher score means less foundation work, lower investment, faster results.

Score 55+ · Market Ready
Exploration
€5,000
per month + 10% TCV on closed deals
  • €2,000 onboarding (one-time)
  • Active pipeline building
  • Minimum 10 qualified prospects per quarter
  • DealFlow pipeline management included
  • Monthly market intelligence report
24-month initial commitment · 60-day exit after month 12
Score 30-54 · Needs Preparation
Market Entry
€6,750
per month + 10% TCV on closed deals
  • €4,500 onboarding (one-time)
  • GTM strategy + regulatory roadmap
  • Value proposition reframing for EU
  • Active pipeline from month 3
  • Revynu benchmark included
Recommended for most international vendors
Score 0-29 · Foundation First
Full Commitment
€14,500
per month + 10% TCV · Onboarding waived
  • Complete EU market preparation
  • Regulatory compliance roadmap
  • ICP redesign + value proposition
  • Channel strategy + partner recruitment
  • Full sales cycle management
Onboarding fee waived at this tier

Next Step

Seven minutes to know where you stand.

The EU Readiness Scan is free, takes 7 minutes, and gives you an honest score across six dimensions. No sales call required to see your results.

Start Free EU Readiness Scan or Book a call with Mike